The sales landscape has changed. The famous ABC concept (Always Be Closing) doesn’t work very well anymore. Most advisors and financial professionals don’t sell transactional products, and clients have access to information like no other time in the history. So while the close is still critical – it’s better to delay it than to rush it.
Ryan Schutty covered cold calling – from creating your list (personalize it) to overcoming objections (interrupt their pattern). Now, it’s finally time for the first meeting. Instead of ABC, try ICC: Inquire, Clarify, Challenge. Read more
If you’ve spent the last six months cold calling a list with over 1,000 names pulled from a database (i.e. all benefit plans with $X in assets, $X participants, in the state of Y) – we should talk.
You’re vertical cold calling – moving down a list, using the same pitch, maybe with a little too much selling and not enough information, and checking names off after the call, never to talk again. Odds are you sound the same as the other nine advisors who called the “decision maker” already this year.
Don’t get me wrong – it’s good to have a large pool of prospects. But when it comes to cold calling – a good way to “warm” it up is by thinking horizontally.